Business Development Manager

As a Business Development Manager at Sutherland, you will spearhead top-of-the-sales-funnel activities critical to driving revenue growth. Your primary focus will be on executing strategic lead generation campaigns across multiple channels, including email, SEM, phone outreach, events, and webinars.

Your responsibilities include optimizing customer acquisition journeys, conducting thorough market research and analysis, leveraging technology for enhanced efficiency, and coordinating integrated lead generation efforts. Collaborating closely with Industry Marketing, Vertical and Horizontal Leadership, and Sales Operations, you will ensure alignment with strategic objectives while managing risks effectively.

Your role as a Business Development Manager entails proactive leadership in developing and refining lead generation strategies to deliver high-quality leads that support Sutherland’s business growth objectives.

KEY RESPONSIBILITIES

1. Lead Generation Execution: Take ownership of executing lead generation campaigns across multiple channels such as email, SEM, phone outreach, events, and webinars, ensuring alignment with strategic objectives.
2. Customer Acquisition Optimization: Focus on optimizing customer acquisition processes and journeys to maximize lead conversion rates and improve the quality of generated leads.
3. Market Insight and Analysis: Conduct thorough market research and analysis to identify target markets, understand buyer behaviors, and adapt lead generation strategies accordingly.
4. Technology Utilization: Leverage marketing technology tools effectively to enhance campaign performance, automate processes where possible, and track key metrics to measure success.
5. Collaboration and Coordination: Collaborate closely with cross-functional teams including Industry Marketing, Sales Operations, and Product Management to align lead generation efforts with business goals and ensure consistency in messaging.
6. Performance Monitoring: Establish and monitor key performance indicators (KPIs) to evaluate the effectiveness of lead generation activities, providing regular insights and recommendations for optimization.
7. Continuous Learning and Adaptation: Stay updated with industry trends, best practices, and emerging technologies in lead generation and sales funnel optimization to continuously improve strategies and tactics.
8. Communication and Reporting: Effectively communicate campaign results, insights, and recommendations to stakeholders, presenting findings in clear, actionable reports to support decision-making.
9. Compliance and Risk Management: Ensure adherence to regulatory requirements and company policies in lead generation activities, identifying and mitigating risks that could impact campaign success.
10. Personal Development: Commit to ongoing professional development, enhancing skills in lead generation techniques, data analysis, and technology tools to maintain a high level of performance and contribute to team success.

Key Result Areas (KRAs):

• Quantity of Sales Leads/Opportunities against target (Effectiveness) that drive expected pipeline of sales growth (“downstream funnel”).
• Quality of Sales Leads/Opportunities (Effectiveness); for a desired buying influence and issue Sutherland can solve to drive expected pipeline and mix of sales growth (Effectiveness, Strategic Intent).

Requirements

Sales and Business Development Experience:

Demonstrated 5+ years of experience in sales, business development, field marketing. With a proven track record of driving revenue growth and lead generation initiatives.

Proven Collaborator:

Experience partnering and integrating field marketing functions, vertical market strategies, and supporting teams.

Strategic Thinker:

Ability to think strategically and develop comprehensive plans for lead generation aligned with organizational goals.

Results Orientation:

A results-driven approach focused on exceeding lead generation targets and driving sustained profitable growth.

Effective Communication:

Excellent verbal and written communication skills to articulate complex ideas and influence stakeholders at all levels.

Analytical Skills:

Strong analytical abilities to interpret data, analyze trends, and derive actionable insights to optimize lead generation efforts.

Customer Focus:

A customer-centric mindset with a deep understanding of customer needs, preferences, and behaviors to drive effective lead generation strategies.

Education:

Bachelor's degree in business, marketing, sales, or related field required; advanced degrees or certifications are advantageous.